How to answer “What are your salary expectations?”

Your first line

Hannah starts with “Before we go further, what are your salary expectations?”

“Based on what similar roles pay in this area, I’m looking for $52,000 to $58,000.”

Number first: a tight range with a reason behind it. Say it once, then stop talking and let her write it down.

What Hannah might say, and what to say back

1. Hannah: “That’s a bit above what we’ve budgeted.”

   You: “Thanks for being straight with me. What’s the budgeted range for this role? I’d like to see how close we are.”

2. Hannah: “Is there any flexibility on that?”

   You: “Some, if the whole package is strong. But $52,000 is the low end I’d accept, so please put that range down.”

3. Hannah: “I just need one number for the form.”

   You: “Then please put $55,000. That’s right in the middle of what this role pays around here.”

Two things that trip people up

• “Whatever you think is fair,” or a huge range like forty to eighty.Give a tight range you researched, with a low end you’d really accept.
• Adding “…is that okay?” or talking your number down before she answers.Say the range once, give the reason, then stop and let her respond.

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